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Behavior Labeling

 

Disciplines > Negotiation > Negotiation activities > Behavior Labeling

 Description | Example | Discussion | See also

 

Description

Say what you are going to do before you do it. You can also describe how you want them to behave.

Describe a single activity or, if you can, detail the whole process that you will use.

Ask the person if this makes sense to them. Deal with any objections they have, then do what you said you would do.

If they object later on in the proceedings, explain how your are doing what was agreed.

Example

I am going to ask you about your product features.

This is how I want to work. First I will describe our need, then you show how you will meet the need, then we consider pricing. Does this make sense?

Discussion

When you say what you are about to do and then do it, this shows that you are a reliable person and hence increases trust.

Asking if something 'makes sense' effectively works to gain agreement. If they can make sense of what you are saying, there is an implied agreement that it also makes sense to implement it.

Saying what you are about to do or talking about process slows things down a little, which can be useful to give you some thinking space.

Discussing and agreeing process creates a sense of fairness, which makes it subsequently more difficult for the other person to back out of any agreed actions.

See also

Steering the conversation

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